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PartnerEnablementGuideNovember 2017 EditionWelcomeNew to NetApp?Download the LatestSend your questions and feedback to [email protected]

WelcomeNew to NetApp?NetApp StrategyIdentify Your PathWelcomeLeverage NetApp’s Partner Enablement Guide for yourjourney to success with NetApp. This guide provides you witha “New to NetApp” checklist and role-based enablement plansfor exactly what you need, when you need it.New to NetApp?2NetApp Strategy 2017 NetApp, Inc. All rights reserved. --- NETAPP CONFIDENTIAL ---Identify Your [email protected]

WelcomeNetApp StrategyNew to NetApp?New to NetApp ChecklistIdentify Your PathPrint-ready fileComplete the list within your first 60 days to get started as a partner withNetApp. Create a NetApp Support site account to access any of NetApp’sonline resources, including training, tools, and collateral. For help withregistering as a partner, read page 8 of the User Registration guide. Review the NetApp Unified Partner Program Guide for your region. This guideprovides an overview of all the valuable resources that are available to youand lists the wide range of benefits that reward your organization. Get to know your partner management team: your NetApp channelmanager and your technical partner manager or Distribution accountrepresentative. Complete the NetApp Accredited Sales Professional (NASP) training. This15-minute web-based training course gets you started on the road tosuccessful selling with NetApp. Read the NetApp Rules of Engagement to understand theresponsibilities that we must honor as we work with you through thesales cycle to promote mutual success that is based on consistency,openness, and fairness. Log in to the NetApp Field Portal, your go-to source for the latest sales,marketing, technical, training, and enablement resources. From your homepage, click the Partner Profile Update tile at the top to update your profile andcommunication preferences so that NetApp can communicate with you moreeffectively. Log in to NetApp’s CRM tool, Ascend, for deal registration,opportunities, accounts, configure solutions, etc. (Support siteaccount ID needed). For help navigating the tool, take the AscendTool: Partner Introduction Training. Self-manage individual partner contacts in the accounts tab ofAscend. Maintain accuracy by updating your worldwide partnercontact data and office locations.3 Learn about NetApp’s unique vision of how, together, we can help customerschange the world with data. Become a data visionary by scheduling an inperson Lunch & Learn or by taking the 25-minute Telling the NetApp Storyweb-based training course. Review individual Learning Paths on the Field Portal (partner, role-specific,specializations, and so on) through NetApp University and map out plans forrequired and recommended training based on your role. 2017 NetApp, Inc. All rights reserved. --- NETAPP CONFIDENTIAL [email protected]

WelcomeNew to NetApp?NetApp StrategyIdentify Your PathNetApp StrategyDigital Transformation: Empowering Our Customersto Change the World with DataENABLE new touchpoints for your customers.CREATE innovative business opportunities.OPTIMIZE operations.Enablement ResourcesNetApp GetSuccessful Lunch & LearnsTelling the NetApp Story web-based trainingMarketing KitsNetApp Strategy & Story Partner KitNetApp Brand Partner Kit4 2017 NetApp, Inc. All rights reserved. --- NETAPP CONFIDENTIAL [email protected]

WelcomeNew to NetApp?BusinessIdentify Your PathNetApp StrategyTechnicalBUSINESSClick a category to select your role.Executives. As an executive of a NetApp partner, you can access our product information,training, executive event information, partner development tools, promotions, and more to helpyour organization be successful with NetApp.Marketing. Our goal is to provide useful tools and best practices to help you market yourorganization. Here you will find links to collateral, videos, campaigns, training, and much more.Sales. We do our best to make it easy to sell NetApp technology to your customers. Training,product information, webcasts, events, promotions, and more are available here.Learn more about partner training on the Field Portal.5 2017 NetApp, Inc. All rights reserved. --- NETAPP CONFIDENTIAL [email protected]

WelcomeNew to NetApp?BusinessIdentify Your PathNetApp StrategyTechnicalTECHNICALClick a category to select your role.Systems Engineer. As an engineer who focuses on presales, system configuration, and designfor selling NetApp solutions and professional services, you will find helpful information, webcasts,and training in this section. You will also find requirements for accreditations and certifications.Professional Services Consultant. In this role, your job might be installation andimplementation of NetApp hardware and software, consultation, assessment, and planning ofNetApp solutions for your customers. Find product information, training, certification information,and much more here.Support Engineer. As a support engineer, you address customer questions and concerns aboutNetApp solutions, and you help your customers troubleshoot technical issues. Find helpfulinformation and links to a curriculum for becoming an expert on NetApp products here.Learn more about partner training on the Field Portal.6 2017 NetApp, Inc. All rights reserved. --- NETAPP CONFIDENTIAL [email protected]

ExecutivesFlash PortfolioMarketingConverged SystemsSalesHybrid CloudSystemsEngineerProfessionalSupport EngineerServices ConsultantONTAPE-SeriesClickable navigationprovides easy access tothe solution that you want.ExecutivesAs an executive of a NetApp partner, you can access ourproduct information, training, executive event information,partner development tools, promotions, and more to helpyour organization be successful with NetApp.7 2017 NetApp, Inc. All rights reserved. --- NETAPP CONFIDENTIAL [email protected]

ExecutivesFlash PortfolioAFF & EF SeriesMarketingConverged SystemsSalesHybrid CloudSystemsEngineerProfessionalSupport EngineerServices ConsultantE-SeriesONTAPSolidFireGet StartedSelling Flash SolutionsComplete this web-based course to learn about the three systems in the NetApp flash portfolio—All Flash FAS, EF-Series, and SolidFire storage—and how to articulate the superior value ofeach. (30 minutes)Selling Flash Systems and ONTAP SoftwareComplete this web-based course to learn about the challenges that customers face as theyupdate and transform their data centers and how NetApp ONTAP-powered hardware andsoftware solutions address these challenges.(45 minutes) / Localized: Chinese and Japanese8 2017 NetApp, Inc. All rights reserved. --- NETAPP CONFIDENTIAL [email protected]

ExecutivesFlash PortfolioAFF & EF SeriesMarketingConverged SystemsSalesHybrid CloudSystemsEngineerProfessionalSupport EngineerServices ConsultantONTAPE-SeriesSolidFireGet Started (continued)Selling Third Platform Data Analytics SolutionsComplete this web-based course to learn about the challenges that customers face as theyupdate and transform their data centers to implement Third Platform data analytic applicationsand how the NetApp portfolio can address these challenges.(30 minutes) / Localized: Chinese and JapaneseFlash Partner Enablement ResourcesThis presentation presentation includes flash partner promotions, incentives, enablement, andtraining to help partners grow their flash business - all designed to help identify saleopportunities, simplify processes, and accelerate their growth and profitability.Americas EMEA APAC 9 2017 NetApp, Inc. All rights reserved. --- NETAPP CONFIDENTIAL [email protected]

ExecutivesFlash PortfolioAFF & EF SeriesMarketingConverged SystemsSalesHybrid CloudSystemsEngineerProfessionalSupport EngineerServices ConsultantE-SeriesONTAPSolidFireStay InformedPartner NewslettersSubscribe to regular communications such as the Americas Partner Profit Newsletter andyour partner newsletter for EMEA.Partner New Course ListStay on top of the latest training that is available for you. Bookmark the Partner NewCourse List to view all the partner trainings that were released in the most recent 90-dayperiod.Partner Executive Briefing Centers (EBCs)For information about EBCs, contact your channel development manager (CDM).Partner SummitsTo learn about Partner Summits, contact your CDM.10 2017 NetApp, Inc. All rights reserved. --- NETAPP CONFIDENTIAL [email protected]

ExecutivesFlash PortfolioAFF & EF SeriesMarketingConverged SystemsSalesHybrid CloudSystemsEngineerProfessionalSupport EngineerServices ConsultantE-SeriesONTAPSolidFireEarn IncentivesRun to NetApp (R2N)Your company can earn up to US 120,000 in rebates for migration services when yourcustomers move from EMC, IBM, or HPE to NetApp flash.Converged Systems IncentiveTake advantage of the bonus payout for qualified partners to capture your share in thisexpanding market.Incentives by RegionFind information about available financial incentives:Americas and USPS EMEA APAC Services Certified Partners 11 2017 NetApp, Inc. All rights reserved. --- NETAPP CONFIDENTIAL [email protected]

ExecutivesFlash PortfolioAFF & EF SeriesMarketingSalesConverged SystemsSystemsEngineerHybrid CloudProfessionalSupport EngineerServices ConsultantONTAPE-SeriesSolidFireLeverage Bundles and PromotionsNetApp FlashAdvantageHelp your customers move to flash with confidence by offering them fiveeasy ways to get started: our Storage Efficiency Guarantee, a risk-freeevaluation, the NetApp NextCredit program, an extended warranty, andour All-Flash Storage Efficiency Guarantee.Sales Simplification with Express Pack BundlesWin faster by quoting faster with our Express Pack bundles.12 2017 NetApp, Inc. All rights reserved. --- NETAPP CONFIDENTIAL [email protected]

ExecutivesFlash PortfolioAFF & EF SeriesMarketingConverged SystemsSalesHybrid CloudSystemsEngineerProfessionalSupport EngineerServices ConsultantE-SeriesONTAPSolidFireUse Partner Development ToolsPartner DirectoryPromote your company online to the 20,000 customers who visit this site every quarter.Partner Program Training RequirementsFor information about training requirements, see your Partner Program Guide:Americas and USPS EMEA APAC Services Certified Partners Flash Enablement and Education for Partners One-PagerThis one-pager consolidates programs and training designed to help partners buildpredictable and profitable businesses.13 2017 NetApp, Inc. All rights reserved. --- NETAPP CONFIDENTIAL [email protected]

ExecutivesFlash PortfolioAFF & EF SeriesMarketingConverged SystemsSalesHybrid CloudSystemsEngineerProfessionalSupport EngineerServices ConsultantE-SeriesONTAPSolidFireGet StartedSelling Flash SolutionsComplete this web-based course to learn about the three systems in the NetApp flashportfolio—All Flash FAS, EF-Series, and SolidFire—and how to articulate the superiorvalue of each. (30 minutes)Capturing SolidFire Opportunities for Enterprise CustomersComplete this web-based course to learn about how SolidFire solutions can help yourcustomers wanting to take advantage of the functions of the next generation data centerand SolidFire core capabilities and the buyer types.(90 minutes) / Localized: Chinese and JapaneseCapturing SolidFire Opportunities for SaaS and Service Provider CustomersComplete this web-based course to learn about how SolidFire solutions can help yourSaaS and Service Provider customers needing to take advantage of the functions of thenext generation data center.(45 minutes)14 2017 NetApp, Inc. All rights reserved. --- NETAPP CONFIDENTIAL [email protected]

ExecutivesFlash PortfolioAFF & EF SeriesMarketingConverged SystemsSalesHybrid CloudSystemsEngineerProfessionalSupport EngineerServices ConsultantE-SeriesONTAPSolidFireStay InformedPartner NewslettersSubscribe to regular communications such as the Americas Partner Profit Newsletterand your partner newsletter for EMEA.Partner Executive Briefing Centers (EBCs)For information about EBCs, contact your channel development manager (CDM).Partner SummitsTo learn about Partner Summits, contact your CDM.15 2017 NetApp, Inc. All rights reserved. --- NETAPP CONFIDENTIAL [email protected]

ExecutivesFlash PortfolioAFF & EF SeriesMarketingConverged SystemsSalesHybrid CloudSystemsEngineerProfessionalSupport EngineerServices ConsultantONTAPE-SeriesSolidFireEarn IncentivesIncentives by RegionFind information about available financial incentives:Americas and USPS EMEA APAC Services Certified Partners 16 2017 NetApp, Inc. All rights reserved. --- NETAPP CONFIDENTIAL [email protected]

ExecutivesFlash PortfolioAFF & EF SeriesMarketingConverged SystemsSalesHybrid CloudSystemsEngineerProfessionalSupport EngineerServices ConsultantE-SeriesONTAPSolidFireUse Partner Development ToolsPartner DirectoryPromote your company online to the 20,000 customers who visit this site every quarter.Partner Program Training RequirementsFor information about training requirements, see your Partner Program Guide:Americas and USPS EMEA APAC Services Certified Partners SolidFire Enablement and Education for Partners One-PagerThis one-pager consolidates programs and training designed to help partners build predictable andprofitable businesses.17 2017 NetApp, Inc. All rights reserved. --- NETAPP CONFIDENTIAL [email protected]

ExecutivesFlash PortfolioSalesMarketingConverged SystemsFlexPod & FlexPod SFHybrid CloudSystemsEngineerProfessionalSupport EngineerServices ConsultantONTAPE-SeriesHCIGet StartedSelling FlexPod SolutionsComplete this course to understand the customer challenges and the markettrends that a FlexPod solution can address. You will learn about the FlexPodsolution portfolio and the value of converged infrastructure. (40 minutes)18 2017